If real estate is driven by location, location, location, then surely the advice business is driven by engage, engage, engage.

In a previous post I highlighted the problem with generating referrals consistently largely coming down to the lack of engagement with, and by, clients. A process of engagement is also often the missing ingredient in nurturing leads and prospects along the (often protracted) path to becoming a client.

Yet whenever I work with advice firms there is no doubt that they are often doing a lot of engagement, but it becomes obvious that what is lacking is a process.

Generally advisers are good at providing valuable content, and using email or SMS messaging with clients, and diarising those follow up phone calls, and adding people to newsletter lists. Good at it. Not great at it.

In this weeks video we talk about why so many are so close, but are missing out on having a great engagement process…

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